Application Sales Executive 3 ISP MAC
AT&T - Washington, DC

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1283360

Description

Responsibilities include:
  • Prospect and manage the sales cycle for the AT&T Mobile Applications / Line of Business suite against a sales target
  • Proactively manage the module or territory to drive solution penetration rates in line with stated standards.
  • Apply the wireless data line of business sales framework within the context of the segment/module supported by the Application Sales Executive, and ensure this framework is executed by the front line account manager.
  • Design Enterprise level solutions through consultative methods, leveraging the base of value proposition, case studies, work flow analysis, ROI, and Pilot Framework tools.
  • Drive the sales engagement from a discovery stage to a clearly identified business value through deploying and implementation of the technical solution.
  • Collaborate with Account Team Managers to develop strategic territory module plans, optimizing wireless data sales growth through successful penetration of target accounts.
  • Position self as the wireless data solutions Subject Matter Expert (SME) in territory, demonstrating solution and market knowledge / awareness Gov / Ed customers.
  • Proactively participate in account and opportunity reviews, detailing and articulating the needed actionable steps for deal closure.
  • Drive knowledge transfer to the local sales and customers on new wireless data solutions through scheduled webinars, enablement activities and partner event plans.
  • Establish a partner relationship with customers at Executive C-level, positioning AT&T as a trusted advisor and strategic planning resource for mobility concepts.
  • Employ advanced and consultative selling techniques to achieve wireless data unit and revenue targets
  • Create a strong network of internal/external resources per specific solution capabilities and be able to execute programs across functional organizations to successfully implement wireless data solutions.
  • Oversee the deployment and implementation stage of a sales cycle, providing appropriate fulfillment resources where needed and project manage against expected timelines.
  • Develop, document and share best practices for selling wireless data solutions, detailing the significant approach used to overcome competitive scenarios and customer challenges.
  • Serve as the data lead on responses to RFP/RFQ requests and unsolicited proposals.
  • Stay current and maintain a comprehensive knowledge of complex data products, solutions and competitive intelligence around pricing and market trends.
Qualifications

Required Skills

  • Ability to evaluate business process that utilizes radio for group communication
  • Knowledge of dispatch processes
  • Understand discussions around control of costs
  • Ability to determine and articulate value propositions
  • Complementary experience in sales of field force automation and the articulation of the ROI
  • Understanding of the dynamics of radio use vs cellular use in commercial and government customers
  • Competitive knowledge of the 2 way radio marketplace (not necessary heavily in depth but an ability to learn)
  • Ability to understand historical drivers for radio usage
  • Ability to work with TCO models and sell to CFO and CTO levels
  • Experience in selling dispatch / field force automation software solutions to the transportation / utility / government / field service industrie
Job

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Business Sales Solutions

Primary Location

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District of Columbia-Washington

Schedule

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Full-time

Shift

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Day Job

Employee Status

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Regular

Job Posting

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Jan 11, 2013, 1:49:00 PM

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Unposting Date

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Jan 19, 2013, 12:59:59 AM

Job Level

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Senior Associate/Second Level Manager

AT&T - 23 months ago - save job - copy to clipboard
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